How To Make B2B Leads Prospects In Malaysia To Listen To You

by Dara Lin Consultant It can be really tough in the lead generation business, especially when doing it in Malaysia. Malaysians generally are not that into talking a lot to people they have met for the first time. This is also one of the biggest problems encountered by those involved in telemarketing. How will you be able to generate qualified B2B leads from these prospects if they are not willing to listen to what you say in the first place? While some of you may opt for a more aggressive approach, a subtle method may be more ideal in business sales leads generation. And there are several ways to do that:

1. Stay quiet – that is, only for a short while. While this advice is commonly used for face-to-face meetings, this can also be employed on the phone. Basically speaking, when a prospect is talking, you should stay quiet. Listen to what they say before you butt in. Sometimes, you might be surprised at what you might learn from their words.

2. Learn to engage your listeners – one way to do that is by sounding confident. While appointment setting work is done mostly on the phone (which rules out visual cues), the way you sound on the phone will determine whether you have gotten their attention or not. A lackluster, soft, or stuttering speech will not only irritate them, but will also cause them to immediately hang up

3. Make your words memorable – keep in mind, business prospects will base their decisions on what they recall that you said. Be it some important business fact, a management tip, or perhaps an intriguing product offer, you need to choose words that will strike a chord in their minds. In this way, you will be remembered as someone who might be able to help them in the future.

4. Employ verbal cues properly – when explaining different business points, you should also inform your prospects that you will be shifting topics. Use verbal cues like ‘next’, ‘second’, ‘and then’, etc. in order to guide the conversation. Not only will this help business prospects in keeping up with what you say, it will also help you in organizing your thoughts along the way.
   
5. Recap the important points – so that business prospects will recall your pitch better, always recap the necessary details. At this point, your prospects will be able to think about what you said better. If they have questions or objections, then this is where it usually happens. If you are prepared, then it will not be a problem for you at all.

The last point for you to consider is the marketing team selected for the job. While business lead generation can be done in-house, the accompanying costs and expenditures might be too much for your budget. In that case, outsourcing it to a capable marketing firm would be the best option. Just make sure that the company you hire is familiar with the business landscape of Malaysia. As a business investment, you need to have the very best.

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Created on Dec 31st 1969 18:00. Viewed 0 times.

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